HubSpot Certified and an expert in multiple digital marketing disciplines, including marketing automation and closed-loop reporting with Heads of Sales, Resa Gooding guides clients through digital marketing campaign planning, software setup and HubSpot tool training. She is extremely passionate and knowledgeable about digital media and has an in-depth understanding of inbound marketing and sales enablement best practices to help companies generate immediate and sustained marketing success.
Sales Expert insight with Resa Gooding and John Golden as they go over the below:
- Today our talk is about CRM. It’s amazing that there are still a lot of originations still use Excel or spreadsheets and many of them are large organizations. Some international global enterprises still rely on spreadsheets to run their sales operations. This does not seem sustainable.
- There are plenty of examples of fantastically complex Excel spreadsheets with macros. The problem is they often created originally by somebody, then taken over by somebody else. Before you know it, nobody really knows how to operate the thing and it can’t be updated and it’s not dynamic.
- The whole idea of the buyers’ journey and the different people who are involved in the purchasing decisions and the different touchpoints in an organization from marketing, sales, customer service, customer success. There is no way you have a holistic experience if you are relying on something that isn’t connected to anything else.
- Proceeding step by step is really essential. You should send implementation milestones and get your salespeople using some of the basic functionality and that will make their life better. It will prove to be a win-win for the salesperson.
Make sure you roll out the benefits for the salespeople first before you start worrying too much about benefits to you!
Customize Your Sales Pipeline To Suit Your Current Sales Process!
Your sales process is unique to you. HubSpot has a standardized Sales Pipeline that is the default in the CRM but you can customize it to suit your needs so that it reflects your prospect’s buyer journey. This Sales Pipeline is necessary for your sales team to follow an opportunity as it moves through each of the different stages of your sales process.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.